Research Report

Consumers have a unique lens through which they view the world based on their experiences and values. When it comes to luxury goods, perceptions are complex. Luxury goods are not just items—they represent a person’s identity and status.  This is also applicable as a salesperson; you want to look your best and be presentable, but wearing or displaying luxury branded items may negatively impact your business, especially when selling non-luxury items. 

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.

Targeting specific audience segments has emerged as an important practice in online advertising strategies. For advertisers, the primary appeal of online ads is their capacity to target users based on characteristics such as user demographics and online behavior. Recent research supports the notion that targeted ads are more effective, with product users more likely to click. However, as advertisers increasingly pursue targeting, one fundamental question looms—who to target? 

Human behavior is complex and often difficult to understand, but unique combinations of environment and heredity produce the billions of unique personalities around the world. In his book, Surrounded by Idiots, Thomas Erikson takes his own approach toward the challenge of categorizing four “colors” of human behavior, offering insights on improving communication and interpersonal interactions among the diverse color combinations of human behavior.

Dan Sullivan and Dr. Ben Hardy’s book, Who Not How, details the benefits of expanding your horizons through teamwork. The fundamental idea posed in the book is a mentality shift from “How can I accomplish this?” to “Who can help me achieve this?” The authors encourage readers to find the Whos—those who can accomplish what you need more effectively than you can on your own.